Key Questions
Let’s discuss what Business Problems have been solved
and how VMware is positioned to help address today’s
Problems. They are also looking
for ways to lower their exposure to the various risks that
exist with operating their business today. What are the main drivers from your perspective?
VMware Proprietary & Confidential . you have a problem.
Simply being agile is not enough.Distribution Strictly Prohibited
Page 3
.. In many ways
the users are not as concerned about how their critical
applications and services are being delivered.
4-5 VALUE:
One area where we deliver value is within IT.
1. We find that
IT needs the most efficient and effective way to deliver
“Cloud” solutions.
1-3 CIO PERSPECTIVE:
CIOs and their teams are under increasing pressure to
increase their agility so that the business can respond to
both opportunities and challenges.
And… all of this must be done while controlling costs.Cloud Infrastructure Suite
CIO Perspective
Step Script
Sales Script
Instead of using PowerPoint today. What they
are interested in is the quality of service they receive and
that the service provider (IT) is delivering based on Service
Level Agreements that have been agreed to. I would like to leverage
the whiteboard so we can make this an interactive
discussion.
The other side of this is the Business User.. CIOs are also telling
VMware that they must be able to establish with their
customers Service Level Agreements (SLA) that are
trusted and that can be managed against. If
you delivered an agile business but it cost more than the
value it provides.

this happens quickly.
Key Questions
1. VMware has
been working on addressing this problem just as we have
addressed the past problems with the physical machines. What we need is
automation to ensure that we are able to efficiently deliver
datacenter services without the scripting and
complexity that a manual approach can create. In the lab. we can now deliver
a Virtual Machine (VM) in much less time.. many decisions must be made by numerous
people to successfully deliver the application.Distribution Strictly Prohibited
Page 4
.
One solution to reducing the complexity of IT is to deliver
the full set of datacenter services as "Software Defined
Datacenter Services. the right network and the required security.. What we are really
deploying to the business users are applications (services)
that require mapping to datacenter services such as the
right storage.
we see costs and time increasing.
We also need the services that deliver the right level of
availability based on the Service Level Agreements that
are in place. the VM
must be mapped to these datacenter services.
5-6 TODAY’S BUSINESS PROBLEM:
The reality is that this only goes so far." Let's talk about where this is taking
us as we move forward to our future goals.Cloud Infrastructure Suite
Need for Software Defined Datacenter Services
Step Script
Sales Script
1-2 PAST PROBLEMS AND VALUE:
In the past. and at a much
lower cost than ever before. In a real application development
process. when the business required a new business
service or application IT would go out and order physical
servers which was quite time consuming and costly.
For example. when will that infrastructure “fill up”? Will it be able to
handle growth of your application? Similar questions must
be answered on network and security decisions. As a result.
VMware Proprietary & Confidential .
To deliver a useful application that will meet SLAs.
3-4 VMware transformed the way that provisioning
infrastructure was done and as a result. What is the impact to your time and cost when adding datacenter services?
The source of this complexity in the datacenter is that the
services are based on physical infrastructure. What
happens here is that human beings are getting more and
more “manually” involved in these decisions. what else is on the infrastructure you want to
use.

"
5 Now you can map the required level of services and
over time." the problem is that you end up with "hardcoding" of your datacenter.. There are three key
elements to the Cloud Infrastructure Suite that I would like
to discuss. We call this "Software Defined Datacenter
Services. we need to deliver these physical
datacenter services as software.. While people often call this
"orchestration. This increases an organization’s
agility while providing metrics into expected costs and
their time to market for critical business services.Distribution Strictly Prohibited
Page 5
. The VDC
should have the full set of services mapped to it as
software.
Key Questions
1.
Let's now discuss how VMware is helping customers to
reach these future objectives.
3-4 To be able to address this we need a new construct.Cloud Infrastructure Suite
VMware Value for Future Goals
Step Script
Sales Script
1-2 FUTURE OBJECTIVES:
Looking into the future.
We need to create the Virtual Datacenter (VDC). have the ability to change them. The result is
dramatic as you can start to deliver lower OpEx and
potentially lower CapEx. We see that many
people want to deploy the cloud by scripting the decisions
administrators make every day. What would a software defined approach mean to your organization? What value could you
see being delivered?
VMware Proprietary & Confidential .

.
The suite is a set of integrated products. How many vendors are you currently working with today that are "cloud" providers?
VMware Proprietary & Confidential .
3 This is available to you in one easy package that will
be delivered in three different versions depending on your
specific business needs.
Let's now discuss the specific value this has for IT
Operations.
our partner community as well as support and
education options that are flexible based on your specific
requirements. which allow us
to deliver the "Software Defined Datacenter Services" we
discussed earlier.Cloud Infrastructure Suite
Pillar #1 . VMware is launching a complete suite. Our
partners are building a broad set of solutions that integrate
with this architecture.A Complete Suite
Step Script
Sales Script
1-2 COMPLETE SUITE:
With this release. This includes professional services..Distribution Strictly Prohibited
Page 6
.
4 This is a vision that leverages not only VMware's
solutions but is supported by a full ecosystem.
Key Questions
1.

This is a great fit for a range of use cases
including Big Data. We need to be able to easily move a VM
from one set of hosts to another. This will help deliver scalability at
a lower cost. one benefit is that you will see complexity reduced
through the deployment of significant automation which
can reduce the costs often associated with “manual
orchestration."
3 NETWORKING AND SECURITY: One of the inhibitors
in delivering a fully virtualized datacenter has been in
providing the needed networking and security for
specific applications. Having the ability to automate the
network and security services required to do this is
essential.Extending IT Ops
Step Script
Sales Script
1 IT OPERATIONS VALUE:
Moving over to the left where we earlier discussed value to
IT.Cloud Infrastructure Suite
Pillar #2 .”
2 OPEX: Replacing existing manual tasks with
automation can help to lower CapEx.
4 STORAGE: As with the other datacenter services. As we move
forward. What other "IT Complexities" do you see in your organization?
Let's now talk about delivering better SLAs on the business
user side of the whiteboard. Reducing operational expenses
through automation can allow you to apply budget to
innovation as opposed to budget which is focused on
"keeping the lights on.
VMware Proprietary & Confidential . We need the ability for VMs to talk
to one another.Distribution Strictly Prohibited
Page 7
.
Key Questions
1.. VMware delivers this automation to ensure that
you can deliver your services. We also need logical
isolations between applications or the infrastructure that
serves different groups. organizations will be able to leverage internal discs
instead of having to potentially rely on 3rd party arrays for
all of their storage needs. This will also provide
more reliability to the provisioning process with a lower
Time To Market (TTM).
knowing what storage you need and how much is
required for service delivery is critical..

4 CAPACITY: To deliver on our SLAs we may need
changes to an application itself.. it is not enough to deliver the cloud.
Page 8
. VMware has also
added technology to support the most active applications
that require increased performance and high availability
based on business demand and usage. we must have visibility into the
applications you are delivering in the Virtualized Datacenter
(VDC). Essentially. Are your SLA's trusted today? Are they leveraged to determine the quality of services
delivered to the Business Users?
VMware Proprietary & Confidential .
2 PERFORMANCE: First. we can accurately increase a VM’s
amount of memory. to tackle the needs of our
biggest and most critical applications. We
must be able to manage the cloud. With visibility. Having the agility to add a host quickly or additional
resources to a specific application can help maintain quality
of service even when significant demands are put on the
business service or application.Distribution Strictly Prohibited
While these elements are all critical.Delivering Trusted SLAs
Step Script
Sales Script
1 SLA:
Looking at the right hand side. CPU etc. we also need to
discuss the impact to your people and processes. Being able to add
capacity such as compute resources to an application or
the entire environment is critical in delivering service
levels.
3 MANGEMENT: Regarding management in the VDC.
Key Questions
1.. let’s discuss how we can
help to deliver and maintain better SLAs for the business
user.Cloud Infrastructure Suite
Pillar #3 .
how can we go from simply reacting to problems to
predicting them? VMware delivers predictive
management capabilities to ensure there is lower impact
to not only what is happening now but also allowing you to
respond to potential problems you may experience in the
future.

VMware has been
investing in services to help customers make this
transformation.People and Process
Step Script
Sales Script
1-2 PEOPLE AND PROCESS:
Being able to deliver against future efficiency and SLA
demands will require more than just changes to your
technology. We also discussed People and
Process. we could essentially keep things
the same regarding people and processes. I would like to now discuss the Next Steps that
we have found work best for delivering value. We have to help customers understand and
leverage their people and processes. the value to IT
and the Business User.Cloud Infrastructure Suite
How .
VMware Proprietary & Confidential . we have the opportunity and need to move
people to more strategic activities.. As we move to
the cloud. we have discussed the complete suite.
So. When we went
from physical to virtual. The focus is on leveraging everything
necessary to deliver against the goals for both IT and the
End User.Distribution Strictly Prohibited
Page 9
.
Understanding your current processes and calculating how
change will impact them can ensure that we know how our
business and mission critical services will deliver value to
the business users. Then we must
understand what changes are needed (and what the
impacts will be) to deliver services to our customers.. You first must know how these
processes are delivering value today.

you should specifically target Test / Dev workloads
for cloud. One way to start your journey to cloud is to build
a self service environment for Test Dev. We recommend that
organizations aggressively identify and virtualize
applications that are key to the business.
2 MANAGEMENT:
Management of this environment is critical.
Key Questions
[CONFIRM NEXT STEPS BASED ON THE DISCUSSION
THAT YOU HAVE HAD WITH THE CUSTOMER]
1.
3 TEST/DEV:
Finally. With
management you have a greater agility and capability to
aggregate and better provision your datacenter
resources.Distribution Strictly Prohibited
Page 10
. What applications do you see as being potential targets for virtualization?
VMware Proprietary & Confidential . but you will be able to substantially reduce the
time your admins spend deploying workloads to those
users. When this is combined with additional visibility
and automation it can help to further reduce OpEx and
delivery higher SLAs. the more aggressively you virtualize the more
ready you will be for cloud.Cloud Infrastructure Suite
Next Steps
Step Script
Sales Script
1 CONTINUE:
As a first next step. we recommend that you continue on
the path you are already on. Not only will this
deliver value with both Time To Market and Cost
Controls. Virtualization is a prerequisite
for cloud.
Management will also allow you to translate the information
you have within the datacenter into actionable insights that
can improve Service Delivery to the End User
Community.